Universal Principles For Selling Professionals
Like a flashlight in the dark
The Master Seller sheds light on solutions
When muddled and confused
They ask the buyer
What would you do
If you had more time?
What would you do
If it was easier to do your job?
What would you do
With the money this solution would save?
By asking, the buyer reflects,
With reflection, comes understanding
With understanding, a decision
And the decison to purchase.
By asking you receive.
By questioning, you are answered.
Not-knowing is true knowledge.
Presuming to know is a fools errand.
First realize that you don’t know
then you can move towards understanding.
Listen,
Open your ears.
Awake to needs of the buyer.
If you want to demonstrate a solution
you must first allow the buyer to question it
If you want to generate curiosity
you must first allow them hold it
If you want them to understand
You must first let them describe how it will meet their needs.
Look for subtle behaviors of ownership.
To close a deal you need only ask,
will this work?
Questions leads to sharing
Sharing leads to appointment
Appointment leads to possibility
Possibility leads to belief
Belief leads to a quote
Quote leads to purchase.
The largest of sales begin with a response to the smallest of acts.
This is called advancing the sale.
Both bartender and psychologist
The Master Seller listens.
With warmth and compassion they ask
What troubles you at night?
How are you frustrated?
Why are you down and out?
With a clear listening the Master responds
I might be able to help you,
I might not,
But maybe, just maybe, I can make your troubles go away.
The Tao Te Ching of Sales 